Be Part of Something Bigger

Summary Information about the Role and Company Overview

Veeam®, the #1 global market leader in data protection and ransomware recovery, is on a mission to empower every organization to not just bounce back from a data outage or loss but bounce forward.

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With Veeam, organizations achieve radical resilience through data security, data recovery, and data freedom for their hybrid cloud.

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The Veeam Data Platform delivers a single solution for cloud, virtual, physical, SaaS, and Kubernetes environments that gives IT and security leaders peace of mind that their apps and data are protected and always available.

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Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 450,000 customers worldwide, including 74% of the Global 2000, who trust Veeam to keep their businesses running.

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As the Federal Account Executive, you will be responsible for driving net new business opportunities within the Federal Civilian agencies while also growing and maintaining existing client relationships (with specific focus on Dept of Energy). To be successful, you must demonstrate the ability to be knowledgeable about both Veeam offerings and the U.S. civilian and security market. It will be your responsibility to bridge external requirements with internal resources to create a successful and meaningful relationship for you and your clients.

• The Federal Account Executive is responsible for the end-to-end management of sales opportunities to include bid and win strategies, pricing, teaming, and proposal strategies
• Works with the Systems Engineers and Solutions Architects to assist in the design of the technical solutions, as well as to identify customer-wide IT and mission parameters and constraints that impact a potential solution. Be a “thought leader” for the group
• Drive relationships with Veeam counterparts (inside sales, commercial field sales, marketing, engineering) as well as external Channel and Alliance partnerships to identify opportunities, develop strategy and execute successful programs across the Federal Civilian community
• Interact and lead discussions with Federal Executives, Federal Systems Integrators, partners and other internal/external stakeholders to establish and execute project/customer requirements, address current program issues, and develop long-term strategies
• Propose, coordinate and participate in marketing activities to enterprise named accounts
• Effectively executes territory plan, account plans, and opportunity plans to maximize revenue
• Must be available to travel as needed within the assigned territory
• Performs other duties as assigned
• Report in writing and orally to customer management, contract program manager, Veeam Senior management, and Government representatives

Required Qualifications

• Bachelor’s Degree required. A combination of education and experience will be considered
• Proven track record of accomplished selling in the Federal Civilian Market. Must have an in-depth understanding of technology trends and issues and their impact in this space
• Proven ability to develop new sales with prospecting, relationship building and executions skills
• Proven track record of being a clear communicator and being comfortable in front of large groups as well as executive/C-Level customers
• Experience selling and working with key virtualization and cloud partners
• Minimum of five (5) or more years of enterprise sales experience; direct and channel sales experience required
• selling and value-based selling techniques
• Be nimble, risk-adverse salesperson who is comfortable working in a fast-paced environment where roles and responsibilities change quickly
• Excellent verbal and written communication skills
• Ability to work independently with limited direction in a fast-paced environment
• Ability to adapt to changes in roles and responsibilities

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Preferred Qualifications

• VMware VSP, VRSP certification a strong plus.
• Storage/data protection / data center technology product sales is a strong plus
• Knowledge of and success in preparing RFPs and related documents/proposals for the Federal procurement space
• Works autonomously from a home office, with extensive communications via skype, outlook and Webex settings.
• Passion for the industry and ability to work in a high growth, nimble organization and team
• Expected to be able to travel as needed to exceed revenue targets and customer satisfaction metrics

The salary range posted is On Target Earnings (OTE), which is inclusive of base and variable pay. When making an offer of employment, Veeam will take into consideration the candidate’s expectations, experience, education, scope of responsibility for the role, and the current market demands.

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United States of America Pay Range

$256,700 — $366,700 USD

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Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.

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Please note that any personal data collected from you during the recruitment process will be processed in accordance with our Recruiting Privacy Notice.

The Privacy Notice sets out the basis on which the personal data collected from you, or that you provide to us, will be processed by us in connection with our recruitment processes.

By applying for this position, you consent to the processing of your personal data in accordance with our Recruiting Privacy Notice.

Company Description

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Our Mission

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At Palo Alto Networks® everything starts and ends with our mission:

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Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

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Who We Are

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We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

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As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

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At Palo Alto Networks, we believe in the power of collaboration and value in-person interactions. This is why our employees generally work full time from our office with flexibility offered where needed. This setup fosters casual conversations, problem-solving, and trusted relationships. Our goal is to create an environment where we all win with precision.

• Grow sales in the SLED market
• Build and maintain a constant/future revenue pipeline
• Present regular/accurate forecasting for review
• Hunt for and sell to new clients by identifying cross-selling and up-selling opportunities
• Independently run sales campaigns, product demos, and POCs
• Analyze need, present value, negotiate and close deals with IT influencers and senior decision makers within a territory
• Build, maintain, and execute Account plans and strategies
• Establish and maintain effective relationships with channel partners
• Team and collaborate effectively with other Inside Territory Sales Specialists
• Build relationships with channel and integration partners
• Keep up to date knowledge of the industry as well as the competitive position of the company

Preferred Qualifications

• Preferred candidates with 3+ years sales experience in the IT industry - awareness of Cybersecurity and SASE technology is preferred

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Required Qualifications

• Proven track record of exceeding sales quotas and targets
• Able to exercise judgment within defined procedures and practices to determine appropriate action
• Demonstrated ability to work well in a highly interactive environment
• Achievement-oriented and passionate about their work
• Interacts effectively with others
• Demonstrates a professional phone manner and conduct
• Maintains focus on daily schedule and objectives and effectively set priorities

The Team

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Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers and help them understand how our products can protect their environments. This is where our sales teams come in. Our sales team members work hand-in-hand with large organizations to keep their digital information safe. Our passionate sales teams educate, inspire, and empower our potential clients.

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As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are driven by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. You’re an amazing sales person – you’re just looking for something more substantial and challenging as your next step.

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Compensation Disclosure

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The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $110,300 - $178,550/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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Our Commitment

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We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected] Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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All your information will be kept confidential according to EEO guidelines.

Company Description

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Arista Networks is an industry leader in data-driven, client-to-cloud networking for large data center, campus and routing environments. What sets us apart is our relentless pursuit of innovation. We leverage the latest advancements in cloud computing, artificial intelligence, and software-defined networking to provide our clients with a competitive edge in an increasingly interconnected world. Our solutions are designed to not only meet the current demands of the digital landscape but to also anticipate and adapt to future challenges.

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At Arista we value the diversity of thought and perspectives that each employee brings to the table. We believe that fostering an inclusive environment, where individuals from various backgrounds and experiences feel welcome, is essential for driving creativity and innovation.

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Our commitment to excellence has earned us several prestigious awards, such as Best Engineering Team, Best Company for Diversity, Compensation, and Work-Life Balance. At Arista, we take pride in our track record of success and strive to maintain the highest standards of quality and performance in everything we do.

• Exceed measurable sales objectives and extend the Arista brand within Fortune 1000 accounts in addition to developing new logo accounts.
• You will be responsible for utilizing a consultative selling approach with key client stakeholders to address the business needs of hybrid cloud computing and siloed legacy IT systems across the Arista product portfolio including, Software-Driven Open Networking switching platforms or high performance Data Centers and Campus networks including our Cognitive Campus WI-FI networking solution in addition to the DANZ Monitoring Fabric and Network Detection & Response (NDR) and End Point Security solutions.
• Meet with key influencers, decision-makers, and C-levels to present Arista’s value proposition.
• Work with Arista systems engineers to design and position compelling solutions that drive down the total cost of ownership.
• Collaborate with technology partners to identify prospects and demonstrate best-in-class solutions
• Establish and manage key channel relationships in your territory.
• Formulate strategic and tactical account plans based on periodic business reviews with your prospects and customers.
• Conduct demand generation activities such as happy hours, lunch-n-learns and technology forums.
• Collaborate with Arista peers on marketing plans and best practices.
• Keep up-to-date with technology partner solutions, competing solutions and competitor strategies.

Minimum Job Requirements:

• BS/BA degree or equivalent in addition to 5+ years of technology sales experience.
• Proven track record of direct selling into target accounts within the assigned territory and exceeding sales targets
• Relevant data center or networking (LAN/WAN, SDN) industry background from a technology partner, competitor, channel partner or end user is a requirement.
• Strong rolodex and relationships within the territory
• Excellent people skills and ability to build relationships at all levels
• You possess previous selling experience and technical acumen in one or more of the following areas; Networking, SDN, NFV, Switching, Network Automation, Routing, Data Center, Edge Computing, Network Virtualization, Hyper-converged infrastructure or Cloud computing.

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Preferred Qualifications:

NA

Arista Networks is an equal opportunity employer. Arista makes all hiring and employment-related decisions in a non-discriminatory manner without regard to race, color, religion, sex, sexual orientation, gender identity, national origin or any other factor determined to be unlawful under applicable federal, state, or law law. All your information will be kept confidential according to EEO guidelines.